Sometimes it isn’t enough that you just know your products or services.
It’s good when people tell you they’re ready to buy from you — you’re feeling lucky.
And there are times they will hire you or purchase your goods right away, but most of the times, your leads will tell you they’re ready to be sold through their subtle signals.
You may be good with your sales pitch, but you’re not closing any deal still.
Then, what might be the problem?
Maybe you’re not listening carefully to their buying signals.
But how would you know?
Buying Signal #1
When your lead is searching for something.
One sure thing that your lead is interested in your goods or services is when he tells you something that directly correlates to what you offer.
However, he needs you to explicitly explain to him the significant benefits and value of your offer to help him with his buying journey.
The questions and statements below are the words you need to spot to know if your lead is ready to be sold:
- It would be great if your goods or services will give me help/access to…
- I’m currently looking for a better way to…
- I need something that will be able to help me change the…
When your lead asks for a clarification.
A potential buyer always asks for clarity if he clearly understood what your product or service could do to solve his problem.
You just need to clarify and confirm to him the specific ways to help him, and if it answers what he has on his mind and how it exactly works, he will be ready to buy.
These are the kind of words you need to spot:
- Can your goods/services help me to…
- Could it help me make my business to grow?
- Your goods/services can do this X thing, but can it also do that Y thing?
Related Article: HOW TO CREATE WEBINARS THAT CLOSE MORE DEALS
When your lead asks for pricing and terms.
More often than not, your lead had already understood how your goods or services can help him when he finally asked for the pricing and terms.
In this stage of questioning, the lead is willing to spend insofar as he feels that the price you give resonates with the value he will get.
In digital marketing, marketers usually integrate powerful software to their website with the capacity to analyze how visitors use their sites.
For example, Hotjar has a heatmap where it can show you the most tapped and most clicked page on your website.
If it is the pricing page, then it only indicates that most of your visitors are interested in getting your products or services.
Statements and questions that you need to notice are similar to the following:
- How much your goods or services cost?
- Are you currently on sale or do you offer a promo?
- Does it come with a warranty or some sort of money back guarantee?
- Do you have flexible and upgrade plans?
Bear in mind that people are very aware that you are going to sell something, and they expect that you will do and tell everything excellent to convince them to make a purchase. That’s the moment where they become skeptical.
However, what they care about is that you’re not going to sell them something invaluable.
They expect you’ll only sell things that will help them solve their problems or grow their business even more.
If you know how to do a sales talk, then you should also be a good listener to your prospects and leads. These will be your primary keys in closing more deals and eventually turn them into clients and fans.
But if you think your leads are too shy to ask questions similar to what we have given above or they can’t express what’s on their mind, it will be your responsibility to ask questions and let them realize they’re ready to be sold.
You know your leads are interested in your offer, will you give them an option that fits their budget?
Have a good conversation with your leads.
Listen to them closely.
Make them realize why your offer makes sense for their needs.
And it will be easier for you to know when they’re finally ready to buy.
If you want information on how to develop a rapid action plan for growing your business